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If HPE’s shrinking, how is it doing more deals with more partners?
When Hewlett Packard Enterprise Co. sold its software and spun out its services, many saw a bare-bones infrastructure company remaining without many solutions to bring to market.
“People say, ‘Oh, look at HP; you know, you guys are getting smaller.’ As far as we can tell, we are getting a lot bigger,” said Dennis Deane (pictured, right), vice president of global advisories and system integrators, strategic alliances, at HPE.
HPE’s slimmer portfolio is sparking more conversations with partners and joint customers — not fewer, according to Deane.
Both Deane and Mayur Bharath (pictured, left), vice president of strategic alliances at HPE, spoke with John Furrier (@furrier) and Dave Vellante (@dvellante), co-hosts of theCUBE, SiliconANGLE Media’s mobile live streaming studio, during HPE Discover in Las Vegas Nevada. (* Disclosure below.)
The gap left when HPE spin-merged its Enterprise Services business with Computer Sciences Corp. to form DXC Technology Co. is actually attracting systems integrator partners, Bherath stated.
“All of these systems integrators previously had some perceived conflict of interest because of our own services — and they don’t see that anymore,” he said.
Completing partnering puzzle
The newly honed HPE neatly fills blanks in many partners’ product lines, allowing them to bring business-ready solutions to market, Bharath explained.
Customers untangling problems around big data and Internet of Things, for example, realize a single point product can’t cut it, according to Deane. “It’s an ecosystem play from soup to nuts,” he said.
HPE’s advisory partners, such as Deloitte Consulting LLP and Accenture Plc, are already in the C-suites, having these conversations, he explained. They bring these customers to dinner primed for production-ready solutions, Deane added, noting the selling advantage of removing a degree of separation from them.
Watch the complete video interview below, and be sure to check out more of SiliconANGLE’s and theCUBE’s independent editorial coverage of HPE Discover US 2017. (* Disclosure: TheCUBE is a paid media partner for HPE Discover US 2017. Neither Hewlett Packard Enterprise Co., the event sponsor, nor other sponsors have editorial influence on theCUBE or SiliconANGLE.)
Photo: SiliconANGLE
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